Tammy Schultz never imagined her career would lead her into the insurance industry. With a background in journalism and advertising from South Dakota State University, she initially dreamed of working in media, driven by a love of storytelling and curiosity. But life took a different turn, and an entry-level insurance job eventually turned into a decades-long career. Today, Schultz serves as the executive vice president and chief sales and marketing officer at TruStage.
Schultz credits her journalism skills for much of her success in insurance. Unlike many who come from finance or business, she approaches the industry like a storyteller, always asking questions, listening closely, and communicating clearly. “Being a journalist made me curious, made me listen, and made me communicate clearly,” she says. “Whether you’re inspiring a team, building a brand, or speaking to customers, it all comes down to storytelling.”
Her early days in the industry involved distributing direct mail leads to sales agents—a far cry from her original plans but a valuable foundation. She describes herself as a “generalist” who has taken on roles across corporate development, sales, operations, and customer service. Along the way, she realized how insurance touches real lives—helping people keep their homes and cars during tough times or offering life insurance to ease medical expenses and provide for loved ones.
Growing up on a South Dakota farm, Schultz saw financial struggles firsthand, which gave her a deeper appreciation for the work she does. One of her roles involved helping people plan funerals ahead of time, and she recalls receiving letters from grateful customers who explained how insurance payments helped their families. “I offered the product, but they made the payments that helped their family,” she says.
As her career has grown, Schultz has embraced new challenges and learned to adapt—something she says journalism taught her well. She points to artificial intelligence as the next big change for the industry. While AI can provide valuable data insights, Schultz stresses the importance of the human touch. “Data can give insights, but telling the story is hard to replicate—that’s the human part,” she explains.
Schultz wants younger insurance professionals to keep an open mind. “Don’t dismiss industries that don’t look glamorous,” she advises. “It’s okay to stay and try different things.” She also encourages people to trust their own voice and always stand by their values. And above all, she emphasizes the need to keep learning and adapting throughout one’s career.
Later this year, Schultz will share her story and advice as a panelist at the Women in Insurance Summit in New York on October 27. Now in its eighth year, the event aims to empower women in the insurance field, offering talks on career growth, leadership, and the future of the industry. The summit includes keynotes, workshops on AI and communication, and chances to connect with mentors and peers.
For those interested in attending, registration is open, offering a chance to gain practical tips and join a community focused on building a more inclusive and dynamic insurance industry.